Director, Strategic Accounts (APAC)

Job Description

ExpediaJob Description

We are seeking a highly talented Director of Key Accounts to develop our relationship with the major hotel chains in Asia Pacific. This executive will provide direct management and leadership to a team consisting of Account Managers and individual contributors located in Asia Pacific. Given the operational, strategic scope and scale of this position, this new leader will be recognized both internally and externally as a thought leader in the industry, and an experienced negotiator with a strong commercial acumen.

Who you are:

• Excellent academic achievements, MBA preferred.
• Demonstrated experience of leading an international team of account managers to successfully manage large, international partners, including a demonstrably strong negotiation background.
• Ability to frame, drive commercial and numerical analyses, negotiate complex deals, and turn these into concrete insights, actions, and business improvement opportunities.
• Advanced level competencies in analytical skills, appetite for business impact/execution, drive and influence across the Expedia organization.
• Previous experience in leading and influencing large matrix teams in a hyper-ambitious industry.
• Ability to mentor multiple partners and demands in a dynamic organization.
• Able to develop strong working relationships within and across multiple departments and/or functions within the company and across geographies.
• Self-motivated and possess the ability to drive success.
• Sound leadership skills; ability to understand and drive organizational change; able to effectively develop strategic business objectives and influence others.
• Aptitude for making organizational improvements to craft and implement new cutting edge initiatives.
• Strong commercial instinct and entrepreneurial drive combined with the ability to be creative, take initiative and take risks.
• Capacity to identify and keep up to date on global trends that affect industry and organization.
• Collaborative; able to build trusting relationships and deliver projects on time.
• Ability to display excellent judgment through sound, well-informed decision-making opportunities.

What you'll do:

• As an industry thought leader, provide In-depth understanding and insight of how hotel chains operate, the Industry, its key players and the landscape’s rapid evolution, and assess their impact on both the business and hotel partners. Increase Expedia’s visibility within the external marketplace by positively representing Expedia Group at Industry events, and engaging and enabling the team to do so.
• In addition to full account management and ongoing partner retention, lead full negotiation cycles of major hotel chain partner contract renewals. Provide the strategic analyses (both quantitative and qualitative) and insight that support the process.
• Ensure the relationship with the hotel chain accounts are fully optimized and deliver, at a minimum, the expected Gross Booking Value (GBV) and Raw Margin Dollar (RMD), leveraging the partnership to optimize at every opportunity, and to mitigate all risks.
• Implement best-in-class account management, and anticipate new long-term business models.

People Leadership

• Provide impactful leadership and coaching, create a compelling unifying vision that steers, motivates and develops the organization. Attract, hire and engage effectively, and ensure the organization is effectively structured to provide a consistently high service to its customers.
• Continue to build upon a skilled, ambitious, passionate and results-focused Account Management team, to continuously raise the bar and drive accountability throughout the organization. Evolve contract negotiation and account management capabilities and processes, including the analytical capability to more effectively align to commercial opportunities, and mitigate commercial risks.
• Optimize team engagement, performance, and organizational efficiency by fostering a culture of innovation, productivity, responsiveness and quality. Utilize engagement surveys to identify opportunities and empower employees and management alike to deliver against these.

Be the Voice of the Partner

• Ensure on-going communication and work with cross-functional teams to maximize Expedia Group opportunities with partners:
• Global Market & Account Management
• Finance, Operations, Partner Marketing, Analytics & Revenue Management
• Connectivity, Product
• Expedia Brands
• Lead implementation of business initiatives within the team and hotel partners, and participate in the development of Expedia Powered Technology Products, by representing hotel partners’ input and perspective, by actively engaging a selection of hotel partners as early adopters;
• Evaluate business impacts of business initiatives on the hotel partner landscape and develop an in-depth knowledge of products and build strong collaborative relationships with regional leadership teams, enabling the team to fully represent the full gamut of Expedia Group offerings.
• Participate and act as a spokesperson for Expedia in industry-wide event.

Why join us?

Expedia Group recognizes our success is dependent on the success of our people. We are the world's travel platform, made up of the most knowledgeable, passionate, and creative people in our business. Our brands recognize the power of travel to break down barriers and make people's lives better – that responsibility inspires us to be the place where exceptional people want to do their best work and to provide them to tools to do so.

Whether you're applying to work in engineering or customer support, marketing or lodging supply, at Expedia Group we act as one team, working towards a common goal; to bring the world within reach. We relentlessly strive for better, but not at the cost of the customer. We act with humility and optimism, respecting ideas big and small. We value diversity and voices of all volumes. We are a global organization but keep our feet on the ground so we can act fast and stay simple. Our teams also have the chance to give back on a local level and make a difference through our corporate social responsibility program, Expedia Cares.

Our family of travel brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Egencia®, trivago®, HomeAway®, Orbitz®, Travelocity®, Wotif®, lastminute.com.au®, ebookers®, CheapTickets®, Hotwire®, Classic Vacations®, Expedia® Media Solutions, CarRentals.comTM, Expedia Local Expert®, Expedia® CruiseShipCenters®, SilverRail Technologies, Inc., ALICE and Traveldoo®.

Diversity statement

Expedia is committed to creating an inclusive work environment with a diverse workforce. All applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.

*LI-EK2

Expedia is committed to creating an inclusive work environment with a diverse workforce.All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.